Sales reps, ever feel like you are paddling upstream trying to get your company to meet the needs of an awesome prospect? Perhaps you need a slight product tweak. Or, the clients needs an additional product or service that isn’t part of your portfolio. Maybe the issue is you!
Selling outside the box is often a recipe for disaster if you are not aligned with your company direction. Lots of reps, myself included, tend to get wide-eyed when a big prospect is on the hook. It is tempting to want to pull your company along for the ride. Unfortunately, all too often that ride is a wild goose-chase. I am not advocating giving up creativity in finding solutions to your prospects’ challenges. I am merely saying that you should spend the bulk of your time selling in the sweet-spot where your company focuses. Continue reading Sales Tactic: Alignment with Company Direction is Your Job!